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Study Guides for MKT 504 at Ryerson University

Effective Persuasion

Exam Study Guides for MKT 504

Covers all exam topics.

MKT 504 Midterm: MKT504 - Midterm - Ch. 1
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Chapter 1: Overview of Personal Selling Analyzing the Situation 5 Cs: Company; Customer; Competitors; Collaborators; Climate (Political, Economic, Socio- Cultural, Technological) SWOT: Strategies, Weaknesses, Opportunities...

Marketing
MKT 504
Daryl D' Souza
MKT 504 Midterm: MKT504 - Midterm - Ch. 3
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Chapter 3: Understanding Buyers Categories of Buyers Consumer markets Business markets: Institutions, Government, Firms Distinguishing Characteristics of Business Markets Concentrated demand Derived demand Higher levels of...

Marketing
MKT 504
Daryl D' Souza
MKT 504 Midterm: MKT504 - Midterm - Ch. 4
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Chapter 4: Communication Skills Sales Communication as a Collaborative Process Trust-based sales communication: A collaborative and two-way form of communication that allows buyers and sellers to develop a better understan...

Marketing
MKT 504
Daryl D' Souza
MKT 504 Midterm: MKT504 - Midterm - Ch. 2
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Chapter 2: Building Trust Sales Ethics What is trust? Trust: The extent of the buyers confidence that he or she can rely on the salespersons integrity Why is Trust Important? o A fundamental competitive strategy of a grow...

Marketing
MKT 504
Daryl D' Souza
MKT 504 Study Guide - Midterm Guide: Sales Process Engineering, Cold Calling, Lead Generation
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue Why Buyers Wont See Salespeople 1. They may have never heard of the salespersons firm 2. They may have just bought the salespersons product category and the...

Marketing
MKT 504
Daryl D' Souza
MKT 504 Study Guide - Final Guide: Sales Process Engineering, Customer Service, Communication

MKT 504 Effective Persuasion - 1 - Chapter 1: Overview of Personal Selling..........................................................

Marketing
MKT 504
Rich Ryerson
MKT 504- Final Exam Guide - Comprehensive Notes for the exam ( 27 pages long!)
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[MKT 504] Comprehensive fall guide including any lecture notes, textbook notes and exam guides.find more resources at oneclass.com MKT504 Chapter 1 Overview of Personal Selling - Personal Selling: An important part...

Marketing
MKT 504
Jane Saber
MKT 504 Study Guide - Final Guide: Interpersonal Communication, Customer Service, Fast Talking

MKT504 Chapter 1 Overview of Personal Selling - Personal Selling: An important part of marketing; interpersonal interactions between buyers and sellers to initiate, develop and enhance customer relations...

Marketing
MKT 504
Jane Saber
MKT 504- Midterm Exam Guide - Comprehensive Notes for the exam ( 33 pages long!)
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[MKT 504] Comprehensive winter guide including any lecture notes, textbook notes and exam guides.find more resources at oneclass.com VALUE-ADDED SELLING ฀Improving the sales process to create value for the customer: ...

Marketing
MKT 504
Daryl D' Souza
MKT 504 Study Guide - Midterm Guide: Avon Products

Trust based selling salespeople EARN customer trust that their selling strategy meets customer NEEDS and contributes to the customers value. Solves customers problems, provides opportunities and adds value to customers bus...

Marketing
MKT 504
Roy Morley
MKT504 Quiz: Weekly Exercise 3.docx

WEEK 3: STRAW TOWER TEAM BUILDING EXERCISE Objective: To show teamwork by working with others to complete a task and by being involved in a group decision making process. Materials: 20 straws, 20 paper...

Marketing
MKT 504
Richard Andrew
MKT 504 Study Guide - Quiz Guide: Job Analysis, Reasonable Accommodation, American Sign Language

Weekly In Class Exercises Week 2 - Job Analysis and Job Descriptions Week 3 - Straw Tower Team Building Exercise Week 4 - Airport Screener Week 8 - Performance Appraisal Role play Week 9 - Job Evaluation Week ...

Marketing
MKT 504
Richard Andrew
MKT 504 Study Guide - Quiz Guide: Canadian Air Transport Security Authority, International Brotherhood Of Teamsters, Reasonable Accommodation

WEEK 4: AIRPORT SCREENER SUSPENDED FOR ALTERING UNIFORM TO COMPLY WITH HER RELIGIOUS BELIEFS Halima Muse, 33, a practising Muslim, immigrated to Canada from Somalia and had been employed for six years with Garda, a ...

Marketing
MKT 504
Richard Andrew
MKT 504 Study Guide - Quiz Guide: Job Analysis, Ph Meter

WEEK 2-JOB ANALYSIS AND JOB DESCRIPTIONS INSTRUCTIONS 1. Students will be divided into pairs. 2.Each person will then interview his/her partner with reference to a job that their partner has written up. Use Exhibit 1 to ...

Marketing
MKT 504
Richard Andrew

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